Start Saying “No” to Find the Best Prospects Saying “Yes”

Saying “no” to a prospect may seem to be against everything your sales brain is telling you…….but it can also make you much more productive and profitable.

As salespeople, we all have clients we love working with and typically provide a good source of revenue, and we all have clients that we don’t enjoy working with that often time produce minimal revenue.  Not only do the clients we don’t enjoy working with produce minimal revenue, but they also usually suck the life, energy, and passion out of us.

Why do we keep clients that produce a small amount of revenue and suck the life, energy, and passion out of us? Because we can’t say no.

We can’t say no because some of us feel that we owe it to them.  We can’t say no because we are worried they will think bad about us.  We can’t say no because financially we think we need to get every single client possible.  I know this because I am guilty as charged.

I have discussed in several of my posts on why it is important to be the expert to build credibility.

It’s hard to build a solid reputation and credibility when you are busy dealing with prospects and clients who don’t fit your niche and drain your resources.

If I try to write life insurance even though I am not proficient or familiar with this product, am I truly helping that person, or I am just focused on helping myself?  

Saying no is a win-win for both you and your client.  If someone asks for a service you don’t provide well, don’t you think that they will appreciate your candor when you tell them “I really appreciate you thinking of me, but this is not my area of expertise and I don’t think I would provide you with the best product/service?  Let me direct you to someone who can best help you.”

In the short run trying to get every prospect who breathes may help a little financially, but long-term it will leave you scattered, frustrated, and wishing you had more time to spend on your more valuable customers.

Saying no to someone asking for your help isn’t easy.  If you are a people pleaser, you want to do everything you can for that person asking for your assistance.  If they are not the right fit, they best way to assist them is to find someone who is better suited.

I challenge you to try it.  I predict it will help you productivity, efficiency, and most of all your happiness.

Question: Do you say no to some of your prospects? How has that worked for you? You can leave a comment by clicking here.

Please note: I reserve the right to delete comments that are offensive or off-topic.

  • SubroMan

    Can’t agree more! Yes, we have had to step back from clients who just don’t fit our model. No use in pursuing a relationship that is one way and costs us more than just money, but also energy.

    • brentmkelly

      Thanks Kevin. I think salespeople forget how important energy is to success. People either give it or take it.